November 2017
Beginner
160 pages
1h 29m
English
When should salespeople sell with facts and figures, and when should they try to speak to the buyer’s emotional subconscious instead? When do you talk to Mr. Intuitive and when to Mr. Rational?
I’d argue that too often, selling to Mr. Rational leads to analysis paralysis, especially for complex products or services. And yet many of us continue to market almost exclusively to Mr. Rational. The result is that we spend too much time chasing sales opportunities that eventually stall out. We need to improve our ability to sell to Mr. Intuitive.
We default to selling to Mr. Rational because when we think of ourselves, we identify with our conscious rational mind. ...